每個製造業的背後都夢想建造一個屬於自己的通路王國，因為只有這樣再也不用看別人的眼色，產品再也不用寄人籬下，製造業認為只有建造屬於自己的通路就能大幅改善及提升公司產品的獲利能力，回看今天又有多少製造業轉型或轉投資跨入通路事業成功的案例？我想答案已經出來了。沒錯！很少！甚至我們想不到有誰！
這樣的夢在生技製藥業也不例外，本個案主要陳述台灣本土一甲子之藥廠-信東生技集團在跨足通路領域一戰如何轉型？及在完全沒有通路經驗下，面對突發而來的問題如何抉擇？在這多變的通路產業之中，信東生技集團到底應該如何選擇最有利基點的通路，進行建置屬於自己的通路王國，這將是我們要探討的。

The owning of sales channel is a dream for all manufacturers where they can increase profitability significantly. In addition, they can be free from the constraints of downstream channels. Nevertheless, if one ask how many manufacturers in Taiwan succeed by far? The answer is quite obvious: few. In fact, we can hardly find one.

The present case of the biotech and pharmaceutical industry, Taiwan Biotech is not an exception either. Via this case, we lay out the footage that Taiwan Biotech, a 60-year-old local pharmaceutical company, went through. In particular, how it met the challenge in developing the sales channels by itself. The shortage of prior experience concerned Taiwan Biotech in dealing with rising problems. The fast changing sales channels environment posed challenges for Taiwan biotech to achieve goals via identifying its own niches. These are the foci that the present case strives to make.

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